Yearly Archives: 2013

The goal of any good training program is to teach a person how to successfully perform a task so that you don’t have to (you have other fish to fish to fry). For example, if you’re training Rebecca to build desks, you eventually want to be able to leave Rebecca alone and have her build…

So, just how are you measuring the performance of your sales team, or the effectiveness of your Salesforce training? A surprisingly common answer that we get is “revenue attainment”. Yikes! And to make this even worse, sometimes this is the only number that is being tracked. The problem with measuring revenue as an indicator of…

We see it over and over. Companies, large and small, sign up for Salesforce.com, with little regard for how it’s supposed to help them, and how they’re going to roll it out to the sales/service or marketing teams. Listen, Salesforce.com can do just about anything a sales department wants it to. But that doesn’t mean…

One of the most fundamental aspects of the Salesforce.com funnel is the correct assignment of a Lead, Account, Contact and Opportunity. It is also one of the most misunderstood features for most firms setting up Salesforce.com for the first time. While every firm will have their own set of rules to determine what constitutes a…

Here’s a familiar refrain that we keep hearing, over and over again. It seems, the more successful and popular Salesforce.com becomes, the more that companies are struggling to embrace it fully. And yet, while companies in record numbers keep signing up for subscriptions, paying thousands of dollars a month to have the latest in Cloud…

As a salesforce training and sales management consulting firm, we’re often asked, “How much should I be paying my salesforce?” That’s a question that we think most sales managers and business owners would like answered. So this blog will try to shed some light on the issue. The average salesperson, on the other hand, will…

A question was posed recently in the Salesforce.com Professional Network group in LinkedIn – “What are some best practices to push Salesforce adoption to the sales team if it doesn’t come from the top?” Some great responses, ranging from using the Salesforce assistant tool, Salesbroom, and the real time on-demand sales pipeline and forecasting app FunnelSource,…

Think about it. A sales rep, fresh out of salesforce training, armed with all sorts of newly learned behaviors, but far from skilled at any of them, is sitting in a sales call with an important prospect, ready to close the deal. What do you think they’re going to do? Practice the new behaviors which…

For us, it’s a busy time of year. Right around now, mid-April to early May we get fairly busy, fielding calls from both new prospects and existing clients alike, looking for a salesforce training program for their upcoming mid-year sales event. Of course, their hearts are in the right place. After all, investing in the…

Recently we got a puppy. He was a Christmas gift for the kids. He’s a cute golden lab, and they named him Jasper. As dogs go, he’s quite well behaved, especially for a 5 month old animal, and he’s loved by all of us, although I have noticed more and more often that I seem…